Curse of Knowledge and how it hurts your sales

[Jason Kanigan]

Long ago and far away, I was hired to help my first IT firm with their sales.

They hired me because they knew something about themselves: they had the Curse of Knowledge. As far as information technology was concerned, they knew about every bell and whistle.

The problem? Their target market, medium-sized businesses, did not. The executives at those firms neither knew nor wanted to know the technical details...beyond having a functional IT infrastructure.

So I was hired as a kind of translator: IT-to-Businessese, if you will.

Since then, I've noticed the Curse of Knowledge present in almost every kind of business. The swimming pool company owner figures everyone knows about swimming pools. The guy down in the mail room thinks everybody knows what a tough job he has, and all the details he must manage. And when it comes to selling, the Curse of Knowledge kills sales quick.

Here's a video about the Curse of Knowledge, and two things you can do to alleviate it:

So be aware of the Curse. Ask for the "question behind the question". And break things down into little chunks to make adaptation of new ideas less jarring.

Questions?

 

[HarryBardolph]

An exceptional video related to the curse of knowledge and I think they describe it brilliantly.I think all the busies men should see this video surely. Also here Data Engineer vs Data Scientist provide your great services easily, Thanks for sharing this kind of exceptional and incredible video with us. Incredible advice for us.

 

[MyBag555]

The curse of knowledge is a cognitive bias in which you are unable to describe something because you can't relate to the less educated.Hindsight bias, discovered by the original researchers, causes us to overestimate our capacity to interpret past outcomes. This makes us vulnerable to awareness curse